Some foreign traders, especially novices, are afraid of losing orders and dare not to disoblige customers but act upon whatever customers say. As a result, customers force prices down to the cost prices.
Finally, traders can't get neither the profits nor orders. So let's have a look on such terrific tricks and discover our countermeasures.
Send enquiries to lots of suppliers
I'm interested in your product,
please give me your best price.
In such case, never quote the price honestly. You’d better not give further information until customers make responses to you.
The following patterns are quite practicable:
❶ Quote a price of minimum configuration at full container load with certain conditions. And ask for specific requirements, if customers intend to have a conversation with you then raise the price afterwards.
❷ Mention “Price can be adjusted by your different requests” in the quotation.
❸ Quote a price whilst recommend a cheaper and a more expensive products to customers.
❹ State clearly the price range.
Highlighting your product fortes is necessary because customers are more likely to make responses and interested in your products of good quality.
Vanish after a complaint
Your price is higher than others,
I'll contact you later.
However, if you lower the price, you may be in loss of credibility. In this case, on one hand, your quotations were of insincerity. On the other hand, customers will be insatiable.
Consequently, it's necessary to know the differences between you and your peers. Why are your products cheaper or more expensive comparing to others? Just find out the reason and try to make reasonable adjustment.
Send enquiries to lots of suppliers
Please quote the best price,
I will send you the deposit
as long as the price is suitable.
Don't have faith in him that he'll place orders. For purchasing agents, they have got to take other conditions into consideration instead of the sole condition of price. You will finally realize that customers always have special requirements on products...
You may just waste your time and fail in the end.
Perhaps some of the customers are stubborn and have no intention of negotiating about others but prices, you have to pause the negotiation until they are willing to follow up other elements.
Bargain with other with your price
If this price is acceptable to you,
send me PI so I'll confirm the order.
Many foreign traders get excited and suppose that customers will place orders as long as they say yes. It goes without saying that customer may place orders after having bargained for several times. If not, in most cases, customers may bargain with others with your price.
Thereby, we must try to know customers' information and do more analysis. For instance, you can change 30 % deposit to 50 % deposit or even 100 % T/T in advance.
You have got to see through customers' tactics and be familiar with your products' positioning.
Be well-prepared so as to
play to the score in real negotiations.
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